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As a small business owner, you probably do a lot of your own negotiating (along with a lot of other things). Here are some tips that could help make you a more effective negotiator – which could mean more dollars flowing to your business.

According to Stephanie Vance, author of “The Influence Game: 50 Insider Tactics from the Washington, D.C., Lobbying World that Will Get You to Yes,” these are some of the tactics that could raise your chances of success:

Make sure you’re talking with the right people; don’t settle for intermediaries.

Know what you want – and what the other side wants – and decide on what you absolutely need and what you can live without. And research both your and your opponent’s strengths and weaknesses.

Remember the Corleone family motto: “This is business, not personal.” Check your emotions at the door.

Know the details, and back up your points with data.

Hold back your compromise point and let the other party feel like they won.